In episode 701, Rob Walling interviews Matt Wensing, founder of Summit, a SaaS platform for lead scoring and qualification. Matt shares insights on finding product-market fit, the importance of following customer workflows to get there, and the challenges of marketing and positioning. Rob asks about his choice to raise venture capital, and how keeping a lean team maximizes that opportunity.

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Topics we cover:

2:27 – “Traveling many H1’s”, refining a target market
5:44 – Moving back to a self-serve model
10:52 – Niching down to achieve stronger product-market fit
12:53 – Tactics that Matt used to achieve traction
16:54 – Lead scoring by behavior and persona-fit
19:20 – Scoring as a whole product vs. as only a feature
23:31 – Pursuing VC with a lean team
29:09 – Who is your ideal customer profile?

Links from the Show:

Apply for Tinyseed Feb 12th through Feb 25th
MicroConf Remote – Early Stage Saas Strategies
Matt Wensing (@mattwensing) | X
Summit
Episode 696 | The Truth about Product-Market Fit + Doing Sales as an Introvert (With Ruben Gamez)
Out of Beta
Episode 633 | Building SaaS Plus a Two-Sided Marketplace
The SaaS Playbook
"How I Sold My SaaS in An 8-Figure Exit" with Matt Wensing

If you have questions about starting or scaling a software business that you’d like for us to cover, please

Episode 701 | The Long Journey to Product-Market Fit

Startups For the Rest of Us